Abstract
Milk consumption in Indonesia is projected to increase by 4% annually. Responding to current conditions, PT XYZ as a powder milk producer in Indonesia must be able to increase sales volume. Currently, PT XYZ has 9 sales distribution areas. This research aims to analyze distribution strategy of PT XYZ 1) Analyze the distribution performance of PT XYZ in each distribution area; 2) Analyze internal and external factor are influencing the sales of PT XYZ; 3) Formulated distribution strategy for increase sales in PT XYZ. The methods used at this study were portfolio analysis, Internal Factor Evaluation (IFE), External Factor Evaluation (EFE), SWOT, and Quantitative Strategic Planning Matrix (QSPM). Based on portfolio analysis, regions were located in four quadrants (regional 1, III, IV, and VI) were selected for further analysis. The four regions were analyzed by external and internal matrix, SWOT matrix and QSPM analysis. Then the best strategy was chosen in each region, regional I is to increase distribution density, the strategy chosen in regional III is to create a system related to product stock in branches. While in regional IV, namely increasing the availability of products in branches and in regional VI is strategy to increase the focus of distribution in medical branch (reduce return). Keywords: Powder Milk, Distribution, IFE, EFE, SWOT, QSPM
Highlights
Milk consumption in Indonesia is projected to increase by 4% annually
This research aims to analyze distribution strategy of PT XYZ 1) Analyze the distribution performance of PT XYZ in each distribution area; 2) Analyze internal and external factor are influencing the sales of PT XYZ; 3) Formulated distribution strategy for increase sales in PT XYZ
The methods used at this study were portfolio analysis, Internal Factor Evaluation (IFE), External Factor Evaluation (EFE), SWOT and Quantitative Strategic Planning Matrix (QSPM)
Summary
Data yang digunakan dalam penelitian ini adalah data primer dan data sekunder yang bersifat kualitatif dan kuantitatif. Berdasarkan latar belakang, rumusan permasalahan dan tujuan penelitian maka kerangka pemikiran yang dijadikan acuan yaitu penjualan pada sembilan regional distribusi tidak ada yang mencapai target dari management selama periode 3 tahun berturutturut, dengan angka rata-rata pencapaian pada 88%. Tahapan pertama adalah analisis portofolio untuk mengetahui kondisi kinerja distribusi PT XYZ pada masing-masing wilayah distribusi, dilanjutkan dengan menganalisis lingkungan internal dan eksternal untuk mengkaji kinerja serta faktor kekuatan dan kelemahan distribusi pada PT XYZ. Perumusan dilakukan dengan cara menggabungkan strategi yang ada pada faktor eksternal dan internal organisasi yang menjadi kunci dari isu strategi distribusi PT XYZ dengan cara penggabungan SO,ST,WO dan WT.
Sign-in/Register to view highlights & summary Sign-in/Register to access full text options 
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
